Jeb Blount 'Objections' Chapters 9 & 10 Our thoughts: objections you get are often created by the questions you ask - "Are you free" - oh there's an objection I walked straight into. 

The longer we've been IT recruitment consultants, the better we've gotten at asking questions that lead us down a certain path and away from the obvious traps that are going to create certain objections. 

Some people have an aura to which others simply don't object to. If you put a good enough candidate in front of a client - they're going to overlook any faults e.g. package, track record The question 'are you the decision maker?' is one of the most important questions you could ever ask during the interview process. For a lot of objections if you listen hard enough and reflect enough - the person in the conversation will hear their own words allowing them to process their thoughts - I've found that if you shut up, the client closes the objection themselves by reasoning - unless he out silences you! Prospecting objections - everyone's got a plan until they get punched in the face - at some point you've got to pick up the phone and see what happens.